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- Philosophy of CVBP
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1. Challenge of value: building customer value through understanding
- Mr. Harry Macdivitt
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2. Conventional pricing 1
- Mr. Ricky Coussins
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3. Conventional pricing 2
- Mr. Ricky Coussins
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4. Differentiating
- Mr. Ian Thomas
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5. Customer Value Assessment for Value-Based Pricing
- Dr. Bradley T. Gale
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6. Value based pricing on customer value
- Mr. Mike Wilkinson
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7. Value based selling
- Mr. Alan Melkman
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8. Economics and value based pricing
- Dr. Iestyn Williams
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9. EU competition law and illegal/abusive pricing
- Prof. Barry Rodger
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10. The value proposition
- Prof. Bill Donaldson
- CVBP in specific industries
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11. Pricing on Value in Engineering
- Mr. Tom Rebbitt
Printable Handouts
Navigable Slide Index
- Introduction
- Price strategy
- External dynamics effect on pricing strategy
- Internal dynamics effect on pricing strategy
- Being strategic in relation to price (1)
- Being strategic in relation to price (2)
- Price tactics - discounting
- Why discount?
- Types of discounting (1)
- Types of discounting (2)
- Discounting - things to consider
- Discounting costs!
- Price tactics - pricing and the PLC
- Typical price and PLC expectations
- PLC and price
- Price and PLC - what you can do
- Price tactics - changing prices over time
- Raising prices
- Decreasing prices
- In conclusion
- Pricing - some concluding thoughts
- Further reading
Topics Covered
- Price strategy
- Strategic approach: understanding the situation regarding price drivers
- Being strategic in relation to price
- Price tactics
- Discounting
- Pricing and the PLC
- Changing prices over time
- Concluding thoughts
- Further reading
Talk Citation
Coussins, R. (2010, August 10). Conventional pricing 2 [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved March 21, 2025, from https://doi.org/10.69645/OCAQ9155.Export Citation (RIS)
Publication History
- Published on August 10, 2010
Conventional pricing 2
Published on August 10, 2010
36 min